Psychological Triggers That Can Get You More Customers (Part B)

Attracting an audiencePsychology helps us understand human behaviour which is very important if you’re in sales or marketing and as far as i’m concerned everyone is in sales. Whether you are an entrepreneur or business owner trying to generate business, an employee selling your skills to an employer or a trader. No matter what you do, we all need, and should be interested in sales and marketing. When you understand the ways through which people are influenced to buy, you can use it in your marketing efforts.

The Psychological Triggers

In my post last week, i touched on the principles of reciprocity, authority and consistency. To read, click here. Here are the last three principles which reveal things about human nature that you can use to your advantage in your business or to promote your ideas.;

1. SOCIAL PROOF– As humans, there’s the tendency to try and fit in. We decide if our behaviour is correct to the degree we see people like us performing that behaviour. If we enter a place (eg a restaurant), we watch to see what others are doing and then we follow suit. We are more likely to go to work late if others are doing the same. It is the “me too” syndrome, the “i better pass my neighbour” syndrome. The more social proof (ie show your prospective customers,other people who have done it or are doing it) you can attach to your business or yourself, the more people you will attract and will be inclined to jump on your bandwagon. It can take the form of customer testimonials, facebook likes, twitter followers etc.

Practical Application To Get Customers

  • Make use of customer testimonials, ratings and reviews on your website and other social media platforms. Pick the one that will be suitable to what you are selling
  • Get approval from credible experts in your industry
  • Get approval or endorsements from celebrities. The endorsements can be paid or unpaid
  • Get approval from current/past users (ratings, reviews and testimonials)
  • Publicise milestones such as the number of likes comments and followers
  • If you can, get approval from the friends and people of your customers

2. SCARCITY– This goes back to the formula of supply and demand. It refers to the fact that opportunities seem more valuable when they are less available. Examples in business include while stock lasts, sales end today, you can make use of limited offers/editions. In personal relationships show that your time is valuable.

Practical Application To get More Customers

  • Make use of limited offers/editions e the items are in short supply and won’t be available once it runs out.
  • Make use of limited time ie the item is only available during a specific period of time.
  • take advantage of  special occasions such as anniversaries or partnerships or milestones to make use of  one or both of the above tips
  • Organise competitions

3. LIKING– This last principle says that we are easily influenced by people we like. Every relationship whether personal or professional stands a higher chance of success if both parties like each other. It explains why the best sales people are likeable, friendly and put people at ease. If people like you or what you are doing, they will associate with you.

Practical Application To get More Customers

  • Have an attractive and well-designed website. Brand your social media platforms.
  • Make your office attractive and inviting.
  • Train your staff on good customer relations.
  • Form relationships with your customers.

These principles created by Robert Cialdini are just some ways you can influence others and get customers. Please don’t try to deceive or manipulate people with these principles, because you will not be able to fool them for long. You will fail if you sell something you can’t consistently deliver. Integrity is important.

Comments are welcome.

Emem Ita

Emem Ita

Hello, my name is Emem. I'm a marketing & social media strategist with a flair for reading, research, pretty shoes and luscious cake.

Learn how to turn your knowledge & expertise into income by building online influence. Interested? Simply send an SMS now with your name & email to 08061683126
Emem Ita
About Emem Ita

Hello, my name is Emem. I'm a marketing & social media strategist with a flair for reading, research, pretty shoes and luscious cake.

Learn how to turn your knowledge & expertise into income by building online influence. Interested? Simply send an SMS now with your name & email to 08061683126

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